What is a DMC?

A destination management company (DMC) offers up-to-date destination knowledge and provides extensive ground services including, transfers, accommodation, exclusive restaurant and venue access, logistics and tailored group activities. A DMC can enhance your program with once-in-a-lifetime experiences that not accessible to the general public.

Tips for selecting a DMC

Do your homework – remember a DMC should be your partner, and are a hugely important element of your program. Review candidates carefully by seeking recommendations from as many sources as possible: for example, the relevant national tourist board or convention bureau, airlines, hotels and other suppliers that you may know. A good DMC will work hard at fostering good relationships with their suppliers, and know that a successful event depends on delivering every program element with excellence, working as a team and surpassing client expectations.

Do they have representation in Australia and do they visit regularly to promote their services? This will show an understanding of local customs and cultures, and show a commitment and loyalty to your particular marketplace, knowing that ‘one size doesn’t fit all’. The local representation company will bring additional benefits: not only are they usually on the same time-zone as you (especially for long-haul programs), but they can act as an “interpreter” in between you and the DMC. They know the way you work and are aware of the DMC’s customs (and idiosyncrasies!).

Do they belong to an industry association such as SITE or MPI? This will show their understanding of industry issues and their knowledge of the differences between leisure and business tourism.

Use them properly – think “value” rather than “cost”. They should be your partner, not just an order-taker. Beware of the venue-finder that claims to be a DMC – they will simply be order-takers or (worse) sell you what they want rather than what you need. A good DMC will help you balance a program. And it’s not just with big-budget items: they can suggest low-cost (or even free ingredients!) so that the participants have a good balance of free time and activities. They can actually save you money and add value; they know what’s hot and what’s not and can give you suggestions to “give back” to the community to address corporate social responsibility.

While you may choose to book certain components of the program direct with individual suppliers, you will benefit from the DMC’s relationships with the suppliers on the ground. Remember that, while you may have good relationships with the hotels’ regional sales offices, your DMC will know the people on the ground who make it happen. This will reduce your workload, as you will have just one contact to manage all the different elements of your program.